A Sales Leader’s Guide to Success

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Book by Doug Dvorak, CEO of The Sales Coaching Institute

In this 165-page book, you’ll learn 12 proven strategies to drive sustainable change and predictable revenue in your organization. This guide covers best practices for executive sales recruitment, talent management, sales coaching, and account management. Get ready to help your whole team kill their sales quotas!

Table of Contents

Chapter
Page
A Brief History of Sales
8
The Sweet Spot of Selling
9
The Art & Science of Motivational Sales Training
10
Principle 1: The 5 P’s of Professional Selling: Punctual, Presentable, Positive, Personable & Prepared
11-17
Principle 2: The Keys to Best Executive Sales Recruitment Practices & Talent Management
18-26
Principle 3: Hiring Talented Sales Professionals: How to Outsource, Insource and Transform Your Sales Team
27-35
Principle 4: A Practical Guide to Sales Compensation
37-77
Principle 5: How Sales Process Improvement Can Drive More Profitable Sales
78-90
Principle 6: How Implementing A Structured Sales Coaching Process Can Increase Sales Performance and Drive Profits
91-98
Principle 7: Increasing Profits By Maximizing Motivation And Developing A Structured Sales Process
99-105
Principle 8: Strategic Sales Account Management: How To Win More Business With Less Stress
106-112
Principle 9: Killer Prospecting: High-Profit Strategies to Find & Develop New Business Utilizing Social Selling, Text, Email & Phone
113-122
Principle 10: Getting To C-Level: 12 Ground Breaking Sales Strategies To Penetrate Into The C-Suite
123-130
Principle 11: Critical Sales Negotiation Skills To Kill Your Sales Quota
131-144
Principle 12: Killer Closing Skills: Winning Strategies To Close More Business
145-153
Bonus: Killer Sales Presentations: How To Deliver A Professional, Powerful And Profitable Sales Presentation
154-164
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165

About Doug Dvorak

Sales & Leadership Motivational Keynote Speaker

Doug Dvorak is the Founder and Managing Principal of the Sales Coaching Institute, a worldwide organization that assists clients with productivity training for sales and sales marketing excellence.

Doug’s clients include Fortune 1,000 companies, small to medium businesses, civic organizations and service businesses. His clients include Honda, IBM, Intel, Cisco, Merrill Lynch, Verizon, Hyatt, Marriott Hotels and Resorts, Westin, and Subway.

Doug’s background in sales, leadership, management and customer loyalty has allowed him to become one of world’s most sought-after consultants, lecturers and teachers. This vast experience has helped him shape and determine his philosophies on success in business, which he now shares annually with thousands of people through keynote presentations, television, seminars, and books.

In August 2014, Doug was inducted into the Motivational Speakers Hall of Fame. Only 68 other Motivational Speakers have been asked to join this prestigious club. Other luminaries include Zig Ziglar, Ronald Reagan, Dr. Wayne Dwyer, Bill Clinton, and many other business, civic & political dignitaries.

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A Sales Leader’s Guide to Success

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